It is often believed that lead generation companies like The Global Associates should shed the old, time-tested tools and embrace the new-age online marketing methods to achieve better results. People tend to go for expensive technologies putting additional burden on their budgets, while the fact is that a tool like cold calling can still be very relevant and effective for lead generation companies if some minor adjustments are made to make it more potent and result-oriented. Cold calling allows you to be in direct contact with the decision-makers saving you a lot of precious time. It’s an art that must be preserved by finetuning it according to the demands of the time.
Following are three ways to make this tool more effective and client-friendly.
- Make your cold calls warmer
Lead generation companies go about dialing complete strangers hoping to convince them to try out their products/ services. One must try to make the customer feel more comfortable in order to successfully achieve this objective. Your sales rep must sound warm and natural in order to begin on a positive note. People have often driven away if the salesperson sounds over animated or dull, scripted or unprepared.
- Respect their time
Today’s decision-maker is extremely busy, they have a premium on their time; always respect their time. If you want to be heard by them till the end, keep your initial call short and to the point. There is no need to give a detailed introduction; stating your name, company’s name and your objective would suffice.
- Do your homework before you call
Lead generation companies should instruct their reps never to call unprepared. Doing thorough research about the needs and pain points of the prospect is necessary before making a call. Try convincing them you have their best interest at heart and they will come forward to buy from you.
The job of lead generation companies is the most difficult one, it has become even tougher in this era of ever-intensifying global competition and curtailed budgets. Time-tested tools like cold calling can still be effective and inexpensive alternatives for lead generators if used prudently and innovatively.
